Solution Selling Cartoon: Make Yourself Equal Before You Make Yourself Different

This is what happens when you don’t participate in the customer’s vision of a solution first, before you try to re-engineer to a better solution that features your unique capabilities…

You can find more tidbits of Solution Selling wisdom like this in the Solution Selling Fieldbook.

Solution Selling Cartoon: People Buy from People

If selling was this easy, we wouldn’t need sales professionals.  People buy from people…

You can find more tidbits of Solution Selling wisdom like this in the Solution Selling Fieldbook.

Solution Selling Cartoon: People Buy Emotional Things for Logical Reasons

Customers usually buy things based on their emotional response, then justify it with logical reasons…

You can find more tidbits of Solution Selling wisdom like this in the Solution Selling Fieldbook.

Solution Selling Cartoon: No Pain, No Change

An all too frequent exchange between a salesperson and his manager, talking about solving a customer’s specific problem or pain…

You can find more tidbits of Solution Selling wisdom like this in the Solution Selling Fieldbook.

Solution Selling Cartoon: the Solution Must Equal the Buyer's Vision

This is what happens when salespeople try too hard to sell their offerings…

You can find more tidbits of Solution Selling wisdom like this in the Solution Selling Fieldbook.